FEATURED ARTICLES ABOUT SALES PROMOTION - PAGE 5

Gar K. Ingraham, 72, retired vice president of retail sales for Sears, Roebuck & Co., died Aug. 15 in Colorado Springs. Mr. Ingraham, who was born in Evanston, worked for Sears for 34 years until he retired in 1980. He resided in Colorado Springs. He held a variety of posts with Sears, including sales promotion and merchandising manager for the firm's Chicago-area stores and national retail sales promotion and ad manager in the merchandising division, before becoming vice president of retail sales.

Budd Gore, 79, a former Chicago newspaper and advertising executive, served during World War II as chief administrative officer for the University of Chicago Metallurgical Laboratory and the Manhattan Project, which produced the atomic bomb. A resident of Leesburg, Fla., he died April 15 at home. Mr. Gore, who was born in La Grange, graduated in 1934 from the University of Chicago. He worked in sales promotion for the Chicago Daily News before joining Marshall Field & Co., where he served as assistant advertising manager and later as advertising manager.

The North Side Sportmart had just 12 on the lonely looking shelf. MC Mages had only nine. And Herman's was flat out. Ron Onesti at Softball City said he could get them, but in limited quantities. If this is Chicago, the game must be 16-inch, right? And the ball must be a Clincher. Since the deBeer Co. of Albany, N.Y., started making the distinctive ball in the 1930s, imitators have come and gone. But the 16-inch aficionados of Chicago and surrounding communities have remained loyal to the Clincher, a distinctively stitched sphere of horsehide with a core of kapok (more about that later)

Iced coffee might be a $3.5 billion business in Japan, but it's barely a drop in the percolator in this country and other global markets. However, with coffee consumption on the skids, especially in the U.S., marketers have warmed up to iced coffee, eyeing what they believe is a growth opportunity. The latest development, announced Thursday, finds soft drink giant Coca-Cola Co. and Nestle S.A., a major player worldwide in coffee and tea, eyeing a linkup to brew ready-to-drink coffee and tea in cans under Nestle's well-established Nescafe and Nestea names.

Snickers, the No. 1 selling candy bar, is coming out as an ice cream. The only surprise about this new product development is that it didn`t happen sooner. But, as Michael Stefanos, president of Dove International, maker of the new Snickers ice cream bar, explains: "The challenge was to deliver a product up to consumer expectations." As it is, a Snickers ice cream bar has been under development since almost immediately after confections giant Mars Inc. acquired Burr Ridge-based Dove in 1986.

"Indiana Jones" for $5.99 when you buy a Big Mac? Believe it. McDonald's and Paramount Home Video are combining for what is believed to be the largest video sales promotion in the industry to date. Beginning Dec. 16, and lasting three weeks, consumers will be able to purchase "Raiders of The Lost Ark," "Indiana Jones and the Temple Of Doom," and "Indiana Jones and the Last Crusade" for $5.99 each when they purchase selected sandwiches or meals. McDonald's outlets will have video inventory on premises.

Looking for a turnaround, troubled promotional products marketer Ha-Lo Industries Inc. has ousted its chief executive and said it is negotiating the possible sale of one or more of its marketing units, including sales promotion firm Upshot, which it acquired less than three years ago. Niles-based Ha-Lo, which reported more disappointing earnings Thursday, confirmed it hired APAC Customer Services Inc. executive vice president Marc Simon, 52,...

Scanners, computerized devices that record product details in supermarkets and retail stores, are causing an upheaval in merchandising and a rapid change in marketing careers. Brand managers used to allot two-thirds of their budgets to advertising agencies and one-third to sales promotion. "Now all this has flip-flopped," said John M. McCann, an associate professor of marketing at Duke University's Fuqua School of Business. "The general level of brand loyalty has gone down because consumers have become more price sensitive," McCann said.

Every so often you hear of someone who inherits a windfall from an elderly person without children or relatives who had relied on the kindness of neighbors for help. Those who reap such rewards are usually surprised that the individual left them money or a family heirloom. But such an act undoubtedly was well planned by the person bestowing the bounty on unsuspecting beneficiaries: He or she had made specific bequests in a will or trust. There are plenty of people out there with no immediate heirs, especially today, with the soaring rate of divorce, smaller family sizes and the increasing number of unmarried men and women.